Psychology of Consultative Selling
PCS is a training program that is specifically designed and customized to educate, train and challenge sales infrastructure resources. PCS provides curriculum for sales managers, field sales, inside sales and solution engineers. The skills and methodology from AFV’s Psychology of Consultative Selling™ workshop is at the core of each program. We then incorporate AFV tools, client specific solutions and industry savvy to provide program benefits that will increase participant mind-share; resource and sales tool awareness; and demand generation activities.
Traction series consists of two integral parts: The How to Manage a Successful Sales Infrastructure™ (MSSI) and the Lifecycle of a Sales Rep™ (LSR) programs. MSSI provides answers to the challenges of implementing a sales methodology, forecasting process, and periodically and consistently managing the sales processes at the partner level. The LSR program builds on the MSSI and takes the hiring process from recruiting to training and retaining top talent. LSR takes your sales rep from cradle to the next level or cradle to grave, accelerating both the onboarding and success of the right fit as well as the departure of those who are a drag on your organization’s effectiveness. AFV provides the participant with template-based tools that facilitate the implementation of the knowledge, skills and competencies presented in the series. AFV considers just showing you what to do a job half-done. We provide you the resources that will demonstrate how to do it as well.
Channel Collaboration and Development
The key element of channel collaboration and development is the Quaterly Business Agenda (QBA). Which provides a framework for your channel organization to work collaboratively with their partner organizations. At the core of the QBA is a process for creating simple, compelling and measurable plans that establish clear lines of accountability allowing for easy execution. Plans are broken down into tactical activities that allow for real-world assessment of program components. This assessment mechanism allows for easier and more effective management of how marketing funds are being leveraged by partner organizations. The QBA helps create accountability and increased channel efficiencies that deliver a more powerful return on your channel investment.
The Psychology of Sales Management (PSM)
Provide your sales management with a map or sales infrastructure that helps your company’s sales organization succeed and last over the long haul. Leverage your experience and skill set to get your team on the same page and in the right direction.
PSM helps you develop a high performing sales management team by providing them with skills and tools to identify and build upon the sales infrastructure you have so that it can be in alignment with your company’s corporate vision. PSM will teach your sales executives the skills that are needed to execute strategies, provide a sales methodology and management best practices in order to achieve corporate goals.
Solution Engineer Consulting Cycle
Train your consulting staff to increase sales in existing client engagements, and assist in the sales effort through proper sales and client engagement methodologies.
Turn your technical/engineering team into a profit center by teaching them to utilize proven sales techniques and follow a sales-consulting methodology. Your business will benefit through increased sales and better account penetration in existing customers, you will develop better relationships with your end user IT and C-Level personnel, and increase the billable rate and number of hours of your professional services team by teaching them to provide true business value, in addition to implementation services.